Negotiation and Conflict Management in Organizations

Start Date: 7 Jan 2018
End Date: 11 Jan 2018
Duration: 5
Country: London / UK


The ability to negotiate effectively and manage conflict is one of the most valuable skill sets we can develop within our organisation. Not only does developing these skills allow us to negotiate better deals by creating and then claiming value, but it also enables us to manage teams more expertly, interact more constructively with colleagues and manage conflict effectively.

This seminar provides both a comprehensive strategic analysis of the negotiation process as well as the essential tools for planning and managing every negotiation. Delegates will learn to negotiate excellent outcomes both externally with suppliers, contractors and customers but also internally within your organisation between colleagues, departments and managers.

In this seminar delegates will:

         Become aware of their own natural negotiation and conflict management style

         Develop a detailed understanding of negotiation through a detailed analysis of the process

         Gain the essential tools and knowledge to plan and manage every negotiation

         Understand key negotiation strategies and how to apply them in a range of situations

         Enhance your ability to add value through the negotiation process

         Build on their existing experience and skill to become a highly effective negotiator and conflict manager



The aim of this seminar is to provide delegates with a practical skill base that will allow them to:

         Gain self-awareness of their personal negotiation and conflict management style

         Understand the key analysis of the negotiation and conflict process

         Learn how to achieve collaborative value adding negotiation results

         Expand their range of negotiating skills and strategies

         Be able to use a three-step planning guide to analyse and prepare for a negotiation

         Develop the ability to mediate their own disputes and negotiations and to become a more skilled and effective negotiator


Training Methodology

This seminar is designed to be highly interactive, using a mix of case studies, role play exercises, self assessment questionnaires, presentations and group discussion to develop the themes around participants own experiences and needs. It presents an opportunity for delegates to practice the skills taught using a variety of hands-on negotiation exercises that stress participation and that reinforce and build on the comprehensive course materials. This training methodology allows delegates to significantly improve their negotiation and conflict management skills and to have all their questions answered by the highly experienced negotiation practitioner who leads the course.


Organisational Impact

         Improved ability to negotiate and manage difficult situations effectively both internally within the organisation and externally with third parties

         Increased knowledge and confidence to tackle negotiations in a collaborative and constructive manner

         Better understanding of what constituted a good negotiation outcome through the meeting of core organisational interests

         Improved management and leadership skills through an understanding the value of protecting key relationships whilst maximising negotiated outcomes

         Enhanced ability to negotiate outcomes that meet or exceeding organisational goals.

Personal Impact

By the end of this seminar delegates will:

         Develop a self awareness of their natural negotiation and conflict management style

         Have the skill to think analytically and strategically about the negotiation process

         Have enhanced their own personal negotiation and conflict management skills

         Have developed a range of negotiation strategies and an understanding of when to use them to maximise outcomes in a range of different scenarios

         Be able to use a three strep model to prepare effectively for all negotiations

         Have enhanced vital leadership, management and personal skills that will impact on their performance across all aspects of their professional lives


Who Should Attend?

This course combines action learning, practical insights, and leading edge theoretical concepts

This course is targeted at

         Ambitious Professionals

         Management Teams

         Team Members


         and to Anyone who wish to enhance their negotiation skills and make negotiation a more rewarding and effective part of their job.





Negotiation and Conflict Management

         Negotiation theory and practice negotiation defined

         Power and society the rise of negotiation and conflict management

         The sources of conflict in the organisation

         Conflict escalation and steps to prevent it

         Conflict management strategies

         The two distinct approaches to negotiation

         Understanding your own negotiation style

         Negotiation as a mixed motive process



Practical Negotiation Strategies

         Strategic and tactical negotiation approaches to negotiation

         Value claiming distributive negotiation strategies

         BATNA, Reserve point, Target point

         Opening offers, Anchors, Concessions

         Value creating Integrative negotiation strategies

         Sharing information, diagnostic questions & unbundling issues

         Package deals, multiple offers and post-settlement settlements

         The four possible outcomes of a negotiation



Negotiation Planning, Preparing and Power

         Wants and needs distinguishing between interests and positions

         A three step model for negotiation preparation

         Your position, their position and the situation assessment

         Understanding the sources of negotiating power

         Altering the balance of power

         The power of body language

         Understanding thoughts from body language

         Dealing with confrontational negotiators



Mediation skills a powerful negotiation tool

         Communication and questioning

         Active listening in negotiation

         ADR processes putting negotiation in context

         Negotiation, Mediation, Arbitration and Litigation

         Mediation as a facilitated negotiation

         Techniques of the mediator - practical mediation skills to help resolve disputes

         Working in negotiation teams

         Mediation in practice mediation exercise



International and Cross Cultural Negotiations

         International and cross cultural negotiations

         Cultural Values and Negotiation Norms

         Advice for cross cultural negotiators

         Putting together a deal

         Team international negotiation exercise

         Applying learning to a range of organisational situations

         Summary session and questions





















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